Strategic Partner Program Lead

At Docker, we make app development easier so developers can focus on what matters. Our remote-first team spans the globe, united by a passion for innovation and great developer experiences. With over 20 million monthly users and 20 billion image pulls, Docker is the #1 tool for building, sharing, and running apps—trusted by startups and Fortune 100s alike. We’re growing fast and just getting started. Come join us for a whale of a ride!

Docker has an established and growing Partner Program. As our ecosystem expands across Channel, GSIs, Hyperscalers, and Technology Alliances, we are hiring a Strategic Partner Program Lead to lead the next phase of maturity, scale, and operational excellence.

This role is responsible for defining and operationalizing Docker’s Ideal Partner Journey (IPJ) and ensuring seamless integration with our customer journey, revenue systems, and go-to-market engine.

This leader will bring structure, systems alignment, performance rigor, and measurable partner-driven growth to an already active and expanding ecosystem.

RESPONSIBILITIES

1. Define, Manage & Optimize the Ideal Partner Journey (IPJ)

- Formalize and continuously improve Docker’s Ideal Partner Journey across:

- Partner recruitment

- Onboarding & enablement

- Lead management & deal registration

- Co-selling & GTM execution

- Tier progression & performance management

- Long-term scale

- Ensure alignment between the Partner Journey and Customer Journey — eliminating friction or disruption between the two.

- Identify bottlenecks across:

- Systems

- Organizational structure

- Tooling, processes, and policies

2. Align Partnerships Strategy with RevOps & Systems

- Serve as the strategic bridge between Partnerships, Sales, and RevOps.

- Translate business objectives into system requirements and phased operational plans.

- Assess and optimize existing tooling (including Allbound and Channel Scalar):

- Activate unused modules

- Evaluate subscription expansions

- Improve integrations across Salesforce and the broader GTM stack

- Guide Sales Ops on technical evaluations where necessary.

- Ensure scalable automation of IPJ and related frameworks (including Mariner).

3. Improve Partner-Driven Revenue Performance

Drive measurable improvements across:

- Partner-led Lead → Opportunity conversion rates

- Average partner-led deal size

- Deal registration volume

- Deal registration close rate

Define:

- Clear KPIs and MBOs for partner success

- Internal performance management processes

- Tiering structure (A/B/C or equivalent)

- Regional partner coverage and density strategy

- Ownership model (e.g., PSMs, regional leads, strategic accounts)

4. Expand Scope Across Ecosystem Types

While Channel is the first priority, the ultimate scope includes:

- GSIs

- RSIs

- Hyperscalers

- Technology Alliances

This role will ensure structural consistency while allowing for ecosystem-specific adaptations.

5. Maintain a Living Market & Competitive View

- Maintain a dynamic SWOT analysis of Docker’s Partnerships & Alliances strategy.

- Continuously evaluate ecosystem positioning and opportunities for leverage.

- Ensure the program supports broader company initiatives (including AI Governance launch readiness).

HOW YOU’LL WORK

This role follows a disciplined methodology:

1. Define desired business outcomes.

2. Map the current partner journey.

3. Identify operational and systems gaps.

4. Build the foundational “skeleton” first.

5. Layer in technical systems and automation.

6. Execute each stage before moving to the next.

You will operate both strategically and operationally — setting direction while ensuring execution.

QUALIFICATIONS

- 10+ years in Partner Programs, Channel Strategy, Alliances, or RevOps-adjacent roles

- Experience scaling an existing partner program to the next maturity stage

- Strong PRM expertise (Allbound, Channel Scalar, or similar platforms)

- Deep understanding of Salesforce & GTM systems architecture

- Proven ability to improve partner-sourced revenue metrics

- Experience across Channel and strategic alliances (GSIs, Hyperscalers, Tech Alliances)
Strong cross-functional leadership and influence skills

WHY THIS ROLE MATTERS

Docker’s ecosystem is growing in complexity and strategic importance. This leader will bring the structure, discipline, and systems alignment necessary to scale our Partner Program into a predictable and high-performing revenue engine.

WHAT TO EXPECT

FIRST 30 DAYS

LEARN, ASSESS, ALIGN

You’ll immerse yourself in Docker’s business, products, and global partner ecosystem.

You will:

- Assess the current Partner Program structure, systems, and revenue performance.

- Map the Ideal Partner Journey (IPJ) and identify gaps in tooling, governance, and alignment.

- Build strong cross-functional relationshi